Sales Skills / Ask Better Questions, Sell More / Lesson 30

LESSON 30 · ASK BETTER QUESTIONS, SELL MORE

Write Your Top Five Questions

Twenty practical ways to write your top five questions, so every discovery call has a clear, confident spine.

Five good questions beat fifty random ones. Prepare the spine; let conversation flow.

10 tipsEasy things to say7-day plan

Start with tip 1

Jump to the 7-day plan

10 tips that really help

These ideas come from SPIN Selling (Neil Rackham), Gap Selling (Keenan), The Sandler Rules (David Mattson), and everyday practice. The first six help the most. Pick one and try it today.

TIP 1

Five good questions beat fifty

A short list keeps focus and flow.

TRY THIS
Choose carefully.

TIP 2

Choose by purpose

Select questions that reveal need, budget, authority and timing.

TRY THIS
Match goals.

TIP 3

Order them logically

Start easy and move deeper.

TRY THIS
Plan the flow.

TIP 4

Include one emotional question

Add a question about feelings or hopes.

TRY THIS
Pick one.

TIP 5

Include one future question

Ask where they want to be.

TRY THIS
Frame the vision.

TIP 6

Keep them visible

Place the list near you during calls.

TRY THIS
Use a card.

TIP 7

Be ready to skip

Follow the conversation, not only the list.

TRY THIS
Stay flexible.

TIP 8

Why five

Few enough to remember, enough to guide.

TRY THIS
Write five today.

TIP 9

Start with the goal

What they want.

TRY THIS
Ask.

TIP 10

Then the impact

What it costs.

TRY THIS
Ask.

Easy things to say

When you are stuck, pick one of these. They work in many sales conversations.

Q1

“What are you hoping to achieve?”

Q2

“What is getting in the way?”

Q3

“What would solving it mean?”

Q4

“Who else is involved?”

Q5

“What is your timeline?”

CHECK

“Anything I should have asked?”

Your first week

One small action a day. Each day is only a little bigger than the last.

DAY 1
Write five questions

DAY 2
Order them

DAY 3
Practise aloud

DAY 4
Use them on a call

DAY 5
Note which worked

DAY 6
Edit the list

DAY 7
Share with a colleague

Further reading

• SPIN Selling (Neil Rackham)
• Gap Selling (Keenan)
• The Sandler Rules (David Mattson)

The tips above are written in our own words and are general guidance. The books are suggestions for further reading.

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These lessons share general learning and everyday ideas. They are not medical or mental health advice. If you feel very anxious, low or unwell, please talk to a doctor or a qualified professional.